The Director, Sales & Marketing is the senior manager for the departments and reports directly to the Vice President/General Manager and in conjunction with the other senior staff members sets the tone of the organization.  Core responsibilities include ensuring that the sales & marketing functions work in concert to exceed revenue expectations, continuously develop to prepare for future revenue expectations, and to develop a solid and sustainable succession plan.   

 Key Responsibilities:

• Determine ability to synergize with other business units that direct sell to hospitals, physicians, and other health care providers and capitalize on any opportunities

• Create, develop, and recommend goals, objectives, and policies & procedures to ensure the most effective operation of sales & marketing

• Steer Marketing to deepen penetration in core business and support launch of new products and new business opportunities to optimize revenue growth

• Ensure Marketing receives intelligence on competitor programs, tests, and pricing  and use intelligence to support sales effort

• Analyze key product market size and propose new strategy or discontinuation if warranted

• Drive consumer insight studies and apply findings to tactical and strategic plans

• Develop and implement metrics to evaluate success of marketing programs and take appropriate action when metrics note deficiencies

• Evaluate current selling model and determine viability in specific areas such as territorial assignments, sales force productivity, call routing, and sales manager expertise

• Evaluate current sales force size and determine if re-sizing or reallocating of resources is necessary

• Maintain relationships with key customers and opinion leaders and negotiate contracts consistent with the organizations growth objectives

• Analyze effectiveness of various training and development programs and make adjustments as needed

• Actively obtain and analyze Customer Allegiance Scores to drive and cultivate a culture of customer excellence

• Provide feedback to other departments on sales activities, future business potential, and performance versus the plan

Preferred Qualifications:

• MBA

• Marketing experience in clinical diagnostics

• Experience in building and maintaining thought-leader relationships

• Demonstrable experience in doubling revenues to $200mm within five (5) years

• P&L Responsibility for at least $100mm+

• Five (5) years of sales experience in company of $100mm+ in sales with a sales force of at least 75 professionals

• Five (5) years marketing experience in company of $100mm+

• Experience as a product manager followed by leading a marketing team/product managers

Minimum Requirements/Qualifications:

• Bachelors degree

• Experience in healthcare/diagnostics/reference lab

• Three (3) years experience in running a blended sales & marketing department in a $100mm + organization

• Quantifiable experience in developing and achieving  financial and strategic plans through diverse economies

• Demonstrable skills in leadership, managing & coaching, and analytical analysis and administration